Key Account Manager's Pocketbook

Key Account Manager's Pocketbook

Author: Roger E. Jones

Publisher:

Published: 2013-09

Total Pages: 112

ISBN-13: 9781906610593

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The new, 2nd edition of the Key Account Manager's Pocketbook gives practical advice on how to keep and develop important customers, thereby maximising ongoing revenue streams, reducing sales costs, improving investment planning and increasing market knowledge. It opens by describing the key account manager's role and then goes on to describe how to rise up the so-called customer perception ladder, moving from a simple commodity supplier to developing a solid, long-term business partnership with your key customers. The author next explains how to develop the 'key account development plan', how to increase your influence with the decision-maker in your key account (relationship management) and how to win new business. The final chapter runs through the essential steps of key account handling. There are short exercises throughout which, if carried out, will help to reinforce the key learning points.


Creative Manager's Pocketbook

Creative Manager's Pocketbook

Author: John Townsend

Publisher: Management Pocketbooks

Published: 2015-09-16

Total Pages: 114

ISBN-13: 1907077677

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According to management guru Peter Drucker, 'the enterprise that does not innovate inevitably ages and declines'. The Creative Manager's Pocketbook is a treasure-trove of techniques, tools and triggers that will help you produce creative ideas. There are 10 ready-to-use techniques with such intriguing names as Nyaka, Merlin, Eureka and Brainfaxing. In each case the author explains what the technique is, in what way it can be used, how to apply it and what materials will be required. Elsewhere the book looks at the different areas (e.g. product development, customer service, efficiency) that can benefit from innovation and how to 'sell' new and creative ideas. The numerous exercises, tests and quizzes will keep you involved and help you discover just how creative you are.


The Project Management Pocketbook

The Project Management Pocketbook

Author: Keith Posner

Publisher:

Published: 1998

Total Pages: 107

ISBN-13: 9781870471633

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Quick to establish itself as a Pocketbook front runner,The Project Management Pocketbook provides team leadersand team members with useful tips and tools for efficientand effective task management. It is a practical, step-by-step guide to managing a project through to completion.It looks at each key stage and identifies the ......


Leadership Pocketbook

Leadership Pocketbook

Author: Fiona Elsa Dent

Publisher: Management Pocketbooks

Published: 2014-09-10

Total Pages: 113

ISBN-13: 1908284285

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Written for leaders at all levels - strategic, organisational and team level - the Leadership Pocketbook explains how to inspire, influence, deal with change and achieve objectives. Illustrated throughout, the book adopts a practical approach, setting out the principles of leadership, the role of the leader, the skills required for effective leadership and the key challenges facing leaders in today's business environment. This 2nd edition sees the addition of a new section about leaders and social responsibility. "Contemporary business leaders must be aware of the major forces shaping society today and understand how their organisations need to respond and contribute to these challenges", author Fiona Dent writes. She is Director of Faculty Development at Ashridge where she is also Programme Director for the Influencing Strategies and Skills Programme. A focus of the book, described by the author as 'perhaps the most necessary skill for any leader', is self-awareness - to know yourself, to realise what your leadership strengths and weaknesses are and when you must continue to develop. "With admirable clarity, Fiona Dent distils the salient leadership issues and skills. Every potential leader and every leader with potential should find a place for this book in their pocket or bag." Philip Hodgson, Director of Leadership Programmes, Ashridge "A practical, easy to use guide for all levels of leadership. It covers a broad range of topics in sufficient detail to make it usable both for fresh learning and for reference." Richard Nicholson, Management Development Manager, Novartis Pharmaceuticals UK Ltd


Performance Conversations

Performance Conversations

Author: Frank Scott-Lennon

Publisher: Pocketbooks

Published: 2019-04-05

Total Pages: 112

ISBN-13: 1907078770

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Focus on CLEFT conversations leadership expectations future focus timely


The Time Management Pocketbook

The Time Management Pocketbook

Author: Ian Fleming

Publisher: Management Pocketbooks

Published: 1999

Total Pages: 0

ISBN-13: 9781579220198

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Effective use of time is more than making better use of your calendar. It calls for many management skills: setting goals, decision-making, problem-solving, managing relationships, effective communications, handling paperwork, etc. A proven time management model for anyone who wants to make effective use of his or her business time.


Behaviour Management Pocketbook

Behaviour Management Pocketbook

Author: Peter Hook

Publisher: Management Pocketbooks

Published: 2014-05-07

Total Pages: 134

ISBN-13: 190828482X

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It's every new teacher's first concern and it's an area about which even the most experienced teachers are never complacent - how to control their classes. This new edition of the Teachers Pocketbooks top-selling title is a practical, authoritative guide to creating calm classes and focused, co-operative students. The book starts from the premise that teachers cannot control the behaviour of children; instead they must seek to influence it. Teachers are most effective in managing behaviour when they focus on antecedents and consequences. This means building relationships and using preventative strategies followed by consistent use of logical consequences. The book covers different styles of behaviour management; getting the basics right; eight core principles and a ten-step discipline plan. A section entitled developing the toolkit offers a broad range of strategies for teachers to use. All are explained in practical, classroom terms with examples of phrases to use for maximum effectiveness. Underpinning the repertoire of techniques is a strong framework: the 4Rs rights, responsibilities, rules and routines. Liberal use of cartoons, diagrams, mnemonics and other visual devices reinforce the message and fast-track understanding. "An invaluable guide for all adults who work with children. This book will change the way you think and act in the classroom and should be compulsory reading." Tim Plumb, Head Teacher, Woolwich Polytechnic School "A fantastic read. Buy copies for your staff this year - they'll become more effective by using the approaches outlined in this book." Sarah Skinner, Head, Claydon High School "Provides realistic and effective strategies to empower all teachers to create and establish a positive learning environment for all. I recommend it." Teresa Copeland, Assistant Principal, Strood Academy


Managerial Decision Making Leadership

Managerial Decision Making Leadership

Author: Caroline Wang

Publisher: John Wiley & Sons

Published: 2011-03-23

Total Pages: 166

ISBN-13: 0470826142

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The modern manager faces a bewildering range of challenges every single day. Their ability to make critical decisions, often under pressure, can directly determine the future success of the company and their career. It is therefore surprising that so few managers take the time to learn the art of decision making. In this groundbreaking book from Caroline Wang, readers will learn that quality decision making is a competence that can be acquired according to a simple framework. The framework is practical and easy-to-remember, consisting of two acronyms: GPA and IPO. GPA for decision content quality (Goal, Priority, Alternatives); and IPO for decision process quality (Information, People, Objective reasoning). The book places emphasis on leading a team to make decisions, even though the framework can be used for personal and individual decisions. By using this common decision-making framework, managers and leaders will gain credibility and team support for the decision, will confidently articulate, promote, and defend the decision, and will have made the necessary preparations for successful implementation when the decision-making process is complete. This proven framework from one of Asia's most dynamic leadership experts will improve the quality of your decisions and change the way you do business.


Pocket Book of Hospital Care for Children

Pocket Book of Hospital Care for Children

Author: World Health Organization

Publisher: World Health Organization

Published: 2013

Total Pages: 442

ISBN-13: 9241548371

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The Pocket Book is for use by doctors nurses and other health workers who are responsible for the care of young children at the first level referral hospitals. This second edition is based on evidence from several WHO updated and published clinical guidelines. It is for use in both inpatient and outpatient care in small hospitals with basic laboratory facilities and essential medicines. In some settings these guidelines can be used in any facilities where sick children are admitted for inpatient care. The Pocket Book is one of a series of documents and tools that support the Integrated Managem.


Construction Project Manager’s Pocket Book

Construction Project Manager’s Pocket Book

Author: Duncan Cartlidge

Publisher: Routledge

Published: 2015-02-20

Total Pages: 297

ISBN-13: 1317533593

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Construction project management requires a broad range of knowledge, from technical expertise to leadership, negotiation, team building and communication. This practical no-nonsense guide covers all of the essentials of the role, including: Pre-construction activities Design management and BIM Procurement Feasibility studies Environmental management systems People skills Recommended document formats Occupancy activities Construction project management activities are tackled in the order they occur on real projects, with reference made to the RIBA Plan of Work and OGC Gateway process throughout. This is the ideal concise reference which no project manager, construction manager, or quantity surveyor should be without.